Commercial Manager

Brand: Estée Lauder Companies

Description

Commercial Manager

Commercial manager is responsible for developing commercial strategies and driving business growth regarding Department Stores across all relevant doors and ELC Brands within a given cluster.

This position leads commercial execution and sales performance management to achieve sales target and maximize operation efficiency, working in partnership with Brand, Corporate Marketing and Online team while overseeing Commercial team members and retail staff

Key accountabilities (but are not limited to)

1. Commercial Strategy

Commercial strategy planning

• Develop commercial strategies regarding Department Store channel across all relevant doors and ELC Brands within a given cluster , working in partnership with Brand, Corporate Marketing and Online team

• Plan and develop weekly/monthly goals (quantitative and qualitative) and action plans in line with the marketing calendar and Hero Products strategy on assigned area/store

• Prepare and update for review and discussion; achievement of sales targets, key business issues, opportunities, education plans, etc.

• Identify and validate new & non-viable distribution opportunities for the Brand/s & oversee effective execution of strategic business plan within Brands / Brand cluster to encourage business growth & increase market share

• Hold a thorough understanding of market landscape, commercial trend, local consumer behaviors/preferences and competition to identify distribution and commercial opportunities

Sales planning

• Collaborate with Brand and SPR team to develop annually/quarterly/monthly sales planning for DS, as aligned to Brand and Channel strategies

• Define direction of sales planning and performance reports

• Collaborate with ACEs to develop weekly and monthly targets (both quantitative and qualitative) and action plans

Commercial budgeting

• Plan and control the budget plan for overall Commercial activities

2. Commercial execution

Business negotiation

• Develop and maintain strong relationships with retailer HQ and store manager of DS to expand the ELC portfolio and presence with the retailer and build sales growth

• Provide guidance and manage ACE to develop and maintain relationship with assigned store manager

Inventory management

• Conduct Inventory management to track inventory level and to maximize sales opportunity for DS

• Ensure counter managers are maintaining adequate levels of stock on hand and are utilizing store processes to address stock issues

• Submit inventory peaking requests in anticipation of store-initiated activations and/or events at store or brand level as required

• Review category mix based on POS sell through units per brand and store/retail group to highlight inventory issues and escalate as require

• Oversee ACEs activity, as well as conduct assigned door's inventory management

Store operation management

• Conduct In-store leadership and coaching for assigned door

• Coach each brand and its team members to ensure that the highest customer service standards are maintained at the point of sale. Coach on service and selling behaviors whilst ensuring consumer details are captured as specified by brand

• Ensure that all counters/stores follow merchandising, grooming and hygiene standards as directed by brands

• Receiv e and communicate feedback from team with regards to promotional mechanics, store activities, competitors’ activities, and provide insights to fuel actions

• Responsible for operational efficiencies across all relevant doors

• Ensure all retail teams gain a thorough understanding and knowledge of brand principles, including the importance of brand-specific story-telling and retail services

• Conduct In-store training for assigned chief and BA to improve the efficiency of store operation

• Provide support, advice, and direction to ACE, counter managers and retail members to enhance the development of their teams in all matters pertaining to their role and activities in-store

• Induct new ACEs, Managers & retail staff in Store with regard to sales and service skills:

• Conduct performance reviews for the team including feedback for Brand / Commercial Education Managers

• Ensure all retail team members attend virtual education seminars as required and according to curriculum guidelines. Liaise with retail partners to negotiate attendance as required

• Review on a monthly basis each counter/store manager’s KPIs

• Conduct store’s stuffing to improve the efficiency of store operation

• Support counter/store manager during key trading and promotional activities

• Support Field staff's store shift management for assigned store

• Where required, drive the recruitment and performance development process, with the support of HR in accordance with ELC recruitment guidelines

• Oversee ACE team to exceed retail sales targets and achieve business growth in line with Brand strategy implementation

• Coach & develop ACE team in all matters pertaining to their roles and activities in-store

• Ensure ACE team are aware of upcoming activities, digital engagement and learning, marketing support and sales support

• Participate appropriate training/meeting to strengthen capability

• Participate in all appropriate management meetings and brand seminars

• Register new and update existing digital learning users, maximize participation and reinforce key learnings

• Participate and drive engagement of all brand and product digital learning to develop retail capabilities

• Attend and co-facilitate training sessions with education to improve skills and knowledge as required

Competitor’s research

• Responsible for receiving and communicating feedback from team with regards to competitor’s activities such as promotion and/or store activities for assigned brand as well as retailer.com, and provide insights to fuel actions

3. Sales performance management

• Give direction and provide insights for SPR team to s upport all sales planning and reporting activities across the relevant Brands and channels to drive effective and efficient sales execution

• Ensure key data analysis across Brands / Channels for trends, risks and opportunities to drive sales improvement and productivity

• Develop short-term incentive programs to drives sales in partnership with Brand Marketing and Commercial Sales

• Give direction and provide insights for SPR team to monitor and report of sales performance

• Compile and analyze performance reports (Financial review report, Store report, Sales by door report, Inventory and Returns management report etc.)

• Review business on a monthly basis, including review of each brand/store, and marketing campaigns. Provide feedback to Brand teams where appropriate

• Support with the relevant information data and analytics for sales incentive programs and payments

• Guide SPR team to drive continuous improvement in sales planning processes to drive greater efficiencies and build effectiveness across sales planning and reporting for the Affiliate

• Manage reporting governance (e.g. standardize various reports that vary from brand to brand etc.)

• Execute Admin support for commercial team

4. Retail operation

Store operation governance

• Responsible for store operation governance conducted by RO team by guiding and providing insights

• Monitor store efficiency to improve store operating efficiency (tracking sales per area, per capita, etc.)

Retail operation management

• Responsible for retail operation management conducted by RO team by guiding and providing insights

• Implement productive operational procedures and processes of store management (e.g. the way to enter each building, FSS store opening and closing etiquette, prohibition of sales, Technology contact)

• E nsure policies and procedures compliance across all aspects of Commercial operations

5. Omni brand strategy

• Work with Brand team to develop omni brand strategic planning by providing insights from Commercial perspective

• Develop mid-term/annual omni brand strategy across omni channel, and review/update periodically (Identify goals, where to play, how to win, required capabilities)

• Develop annual/quarterly/monthly demand forecasting

• Develop strategic communication planning and KPI setting on overall customer journey for customer communication in omni communication channel

• Develop Omni marketing calendar planning for overall brands to keep stakeholders organized and accountable to their marketing responsibilities

Key support expected in partnership with internal/external stakeholders

• Internal stakeholders: Commercial Education team, Brand team, Online team, Corporate Marketing team, BAs, APAC, Global

• External stakeholders: Temporary staff company, supplier such as uniform, paper bags, and packaging materials etc.

Coaching and Development :

• Provide leadership, guidance, and constructive feedback to support team members/ staffs regarding assigned accountabilities

• Identify any areas of learning and development for individual team members, discuss and plan improvement strategy

• Attend corporate development programs as required

KPI :

Commercial Manager is responsible for the following KPIs

• Finance (by Brand cluster)

• Net Operating Profit

• Net sales

• Retail Sales

• Result (by Brand cluster)

• Market Share

• Net sales

• Retail sales

• Hero Product MOB

• Customer Experience/Engagement (Number of customers, Number of purchased customer)

• EDM Capture rate

• Store Operation Productivity (Sales per store, Sales per BA)

Qualifications

What you will need

• Minimum of 8 years of relevant experience

• Degree holder preferably with related industry experience with experienced managing retailer business.

• Results driven with strategic mindset, with proven record in creating commercial strategies with achievements

• Communicates expectations and can relate to a range of people. Knows how and when to adapt communication style to audience, culture, and objective, e.g., when to be directive and seek discussion and input

• Knows how to get buy-in and build a network of support. Finds ways to overcome opposition. Can negotiate skillfully, winning concessions without damaging relationships

• Proficiency in both Japanese and English languages

Why Join Us

We provide market-competitive packages and trainings to our staff to ensure they are well-rewarded with room to excel in their career:

• Opportunities to learn and lead: we provide on-the-job trainings to ensure employees are equipped with the most up-to-date skillsets and knowledge

• Career Development: we work with you to advance your career through short-term assignments, relocations and new experiences.

• Work-life balance as a priority: we offer benefits and implement policies to help employees balance their personal and professional priorities, including flexible working hours, enhanced parental leave, product discounts and competitive salary.

Who We Are

We are the global leader in prestige beauty —delighting consumers with transformative products and experiences, inspiring them to express their individual beauty through our high-touch offerings. We are a brand-led business and the only company focused solely on prestige makeup, skin care, fragrance and hair care with a diverse portfolio of 25 brands sold in approximately 150 countries and territories. Infused throughout our organization is a passion for creativity and innovation — a desire to push the boundaries and invent the unexpected — as we continue the bold work of our founder Estée Lauder.

We are a values-driven organization. Our actions are rooted in the Lauder Family values of respect for the individual, uncompromising ethics and integrity, generosity of spirit and fearless persistence. Building on these core values we also abide by the following principles:

• Unwavering commitment to quality and excellence.

• Infusing creativity and innovation throughout all aspects of the business.

• Nurturing and developing world-class talent.

• Cultivating an inclusive and diverse workplace.

• Acting responsibly and caring for the communities we serve

Job: Sales

Primary Location: Asia Pacific-JP-13-Chiyoda

Job Type: Standard

Schedule: Full-time

Shift: 1st (Day) Shift

Job Number: 230829